Business Development Director, Corporate (Americas)

Inside Higher Ed•Washington, DC

About The Position

Inside Higher Ed provides news, analysis and solutions for the higher education community and is owned by Times Higher Education (THE). THE provides data, analysis and information about higher education, with five decades of experience in the field. Its mission is to provide forward-looking insights and services that empower individuals and organizations to excel and transform learners’ lives. The Business Development Director, Corporate (Americas) is responsible for winning high-value and high-volume net-new corporate business across the Americas. The role identifies, develops and closes new corporate partnerships across THE’s portfolio, building relationships with organizations seeking to engage with and support the higher education sector. This senior individual-contributor sales role focuses on new client acquisition. The Director owns new corporate opportunities from prospecting and initial engagement through close, then transitions successful accounts to Account Management for delivery, retention and future growth. The position is based in Washington, D.C., with a stated salary of $95,000 plus commission.

Requirements

Significant experience in business development or enterprise sales within a data, information or SaaS business.
A proven record of consistently winning net-new accounts and closing high-value, multi-stakeholder deals.
Experience selling to corporate organizations, with an understanding of complex commercial decision-making and procurement.
Experience building strategic commercial partnerships.
Credibility with senior marketing, commercial and executive stakeholders.
Grounding in a formal sales methodology and qualification framework(s).
Confidence using Salesforce and disciplined forecasting.
Experience across the Americas market.
Willingness to travel domestically and internationally.

Responsibilities

Develop new business strategies across priority corporate sectors and markets within the Americas, contributing to go-to-market planning and sales strategy.
Identify emerging opportunities, high-potential prospects and underserved corporate segments.
Maintain competitive intelligence and conduct win/loss reviews on closed opportunities, sharing insights with Product and Marketing.
Identify and pursue a high volume of net-new corporate opportunities while developing larger strategic opportunities with significant commercial potential.
Build relationships with senior decision-makers across priority corporate sectors.
Lead complex sales involving multiple stakeholders, products and commercial requirements.
Structure high-value commercial agreements and partnerships across THE’s portfolio.
Develop strategic corporate partnerships that support THE’s commercial growth objectives.
Qualify new opportunities within two business days of first contact and log discovery in the CRM.
Route bespoke or high-value deals through the Deal Desk for approval, involving delivery specialists in pre-sale where needed.
Mark deals Closed-Won and log contract value and dates within 24 hours of contract, then hand over to Account Management with a strong brief.